- Do not ask uncontrollable Direct Questions: E.g. How and Why; is it; do you think?

- Know when an impasse is reached: 'So, Mr. Connor....' (Use of Surname)

- Dealing with bland withdrawals: Use charm and disarm your opponent.

- Anticipate assumptions: Yours and theirs

- Does the opponent deserve the status he seeks? Ask qualifying questions to deflate them - 'There are other players with the same offering...'

- Do not use these words & phrases: 'Of course; naturally; frankly; honestly; to be honest; to tell the truth...'

- Say these words often: '.....will make you richer and happier.'

- Keep your eyes fastened on to your opponent

- Show you are interested in the other party. Use body language - nod in agreement, saying ‘hmmm...'

- Seek first to understand, then to be understood: If there is a stalemate, try to find the underlying cause. Ask yourself first- why is the other party stalling? Why is he not buying? Why he is not talking properly with me? Why is he not interested? Why is the other party so evasive?

- Forbearance: Take time outs if you have to. Have patience. Get some time and space to think.

- The best way to turn 'NO' to 'YES' is to find a middle ground: Where both parties’ interests are served. Better still, come prepared with

a) a one page deal covering this middle ground with a win-win deal for both of you

b) BATNA - Best alternative to a negotiated agreement.

- Most professionals like the feeling of a 'job well done': Remember, as much as you would like to make a deal, the other party wants more or less the same, or otherwise you all would not be wasting your time talking.

Thank you for reading.
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